Time of Negotiation

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Identification

Insisting on a specific time is a procedural tactic which may be effective depending on the parties. Insistence may transfer perceived strength to a party[iv]. Studies show that morning sessions increase agreeability, as do periods of time when glucose is more present in the body, like after meal times.

Example

The form is simply the request of a certain time: “Let’s meet at 1:00.”

Solution

To handle this, we must know the times during which parties are most apt to be agreeable. Travel, jet lag, hunger, and fatigue all play into negotiation performance. Acknowledge these facts and question insistence if alternatives remain viable.

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